The Unsung Heroes of Brand Success

Recruiting and Retaining Salespeople

By / / Assessments, Blog, Recruitment & Sales Recruitment, Sales Assessments, Sales Talent

Many of our clients have been looking for salespeople over the last few months and their experience seems to reflect what the stats are saying: it’s taking longer to fill these positions and the turnover is higher.

Our sales teams are the primary human face of our organisation and so these are critical roles.

Let’s look at recruitment first 

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the right salespeople.

We have been using …

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Sales tips for uncertain times – Here’s how

By / / Blog, Recruitment & Sales Recruitment, Remote selling, Sales Assessments, Sales System, Sales Tips, Sales Training, Success

Uncertainty has been our permanent companion over the last two years, and as business and sales leaders and professionals, ‘adaptation’ is -or at least, it should- be our way of doing business. We can shift our thinking by leveraging all that we have learned to propel business forward.

Here are 3 things that have helped our clients adapt in these changing times:

1. Remote Sales Training

Here’s how a remote blended learning approach works and delivers results

More businesses are coming to terms with the fact that in some cases a classroom setting is not feasible for the foreseeable future, or they prefer to …

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Are you treating symptoms or the cause? Doing sales assessment right

By / / Assessments, Blog, Call Reluctance, Prospecting, Sales Assessments, Sales performance, Sales Skills, Sales Training

The competent carpenter’s saying is this: measure twice, cut once.

We know that selling is a complex role with many moving parts.

Producing great and consistent sales results as a salesperson and team is 80-90% reliant on Lead Indicators – the key Input Activities & Behaviours – the relevant knowledge, skills and mindset around sales & account planning, prospecting & new business development, solution selling & key account management, etc. that we, as professional sales people and teams, need to execute everyday on a consistent daily basis. The other 10-20% is reliant on the right sales strategy, sales processes & tools, training …

Are you treating symptoms or the cause? Doing sales assessment right Read Post »

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Using assessments when recruiting salespeople

By / / Assessments, Call Reluctance, Recruitment & Sales Recruitment, Sales Assessments, Sales performance, Sales Talent

Your sales teams are the primary human face of your organisation and – still – identifying and retaining high performing sales talent continues to elude many businesses. 

A successful salesperson will not only enable your organisation to ride out the economic uncertainty but will also ensure you are ready to seize the opportunities that present during the recovery.

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the …

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8 Top Tips To Stop Yielding and Start Earning

By / / Call Reluctance, Coaching, Prospecting, Sales Assessments, Sales Tips, Sales Training, Yielding

Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be damaged if you are perceived as pushy or intrusive? Do you hesitate to prospect, sell or self promote due to a reflexive fear of being considered too pushy, intrusive, or selfish? If you recognise any of these behaviours you might just be suffering from the debilitating behavioural issue known as ‘yielding’ which affects many sales people and keeps them from earning what they are worth. …

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Do you miss out on growing sales because your clients’ pigeon hole you?

By / / Attitudes & Behaviours, Coaching, Communication, Sales Assessments, Sales Tips, Sales Training

Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to them? Do they seem to pigeon hole you in a certain category, unable to see or acknowledge that you offer other products or services?

This is a common problem for many businesses especially when they start out as one thing and evolve into something more than a ‘one trick pony’. For instance, one of our client companies has recently merged their new product business with their service and spare parts business …

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Different sales assessments and how to use them

By / / Attitudes & Behaviours, Call Reluctance, Coaching, Emotional Intelligence, Ethics & Values, Prospecting, Recruitment & Sales Recruitment, Sales Assessments, Sales Culture, Sales Research, Sales Training, Self Development

If you wanted to, you could sit down for at least four weeks and complete 100’s of sales assessments and there would still be more on offer. This over abundance of sales assessments can be confusing because they are not all the same. If you do not know what you want to measure it will make looking for an effective sales assessment tool that much harder. Here are some questions that may help you select your sales assessments with more precision.

  • Why will this person sell? (Motives, Ambition, Goals)
  • Will this person sell? (Attitudes, Mindset, Not …

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What is the ideal sales assessment tool to use when recruiting sales people? Part 1

By / / Attitudes & Behaviours, Call Reluctance, Recruitment & Sales Recruitment, Sales Assessments

For many years people have been searching for the perfect sales assessment tool. Why? Because identifying and retaining high performing sales talent continues to elude many organisations. It has become even more important with products losing their competitive edge and sales success becoming hinged squarely around the capabilities and performance inputs and outputs of sales people.

I have been using psychometric assessments as part of my work for more than 20 years now. In my business alone we have assessed more than 70,000 people in sales, sales management and leadership roles using a variety of high quality assessment tools for both …

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The Yin Yang of Selling

By / / Sales Assessments, Sales Leadership, Sales Relationships, Sales Skills, Sales Talent, Value Proposition & Value Add

In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and think that you were involved in big game hunting. Many of these teams saw selling as an extreme sport, or more precisely, Big Game Fishing or Hunting.

  • Customers were ‘Targets’.
  • Getting a sale was referred to as ‘the Kill’.
  • Customers were regarded as objects to be possessed or trophies to be placed in their cabinet; to be shown off and admired (perversely so) like stuffed animal heads on the wall.

Little regard was really …

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How do you create future sales superstars?

By / / Attitudes & Behaviours, Sales Assessments, Sales Culture, Sales Leadership, Sales Management, Sales Skills, Sales Talent, Sales Training, Strategy, Success, Value Proposition & Value Add

How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the tools, processes, plans and support essential to our success. Knowing full well what you were getting yourself into.

For most, if not all of us, our initiation into sales was nothing like this, and was cushioned with little or none of these luxuries. Does the analogy “sink or swim” resonate with anyone?

All of this makes the story I am about to share quite unique and refreshing. Recently, …

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